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Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in leading enterprise SaaS sales teams, achieving multi-million-pound revenue targets, and fostering a high-performance sales culture. Proficient in sales methodologies, pipeline management, and strategic account planning within the Workday ecosystem.
Highest-signal resume keywords
Enterprise SaaS Sales LeadershipRevenue Target AchievementSales Methodologies ExpertiseForecast ManagementStakeholder Engagement
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Sales ExecutionPipeline InspectionContract ManagementPricing StrategyAccount PlanningSales CoachingNegotiation SkillsForecastingEnterprise Software SalesSubscription-Based Sales
Soft Skills
Executive CommunicationOrganisational SkillsCross-Functional LeadershipTeam DevelopmentAccountability
Tools & Technologies
CRM ManagementSales Data AnalysisSalesforceWorkday SolutionsAI Software Solutions
Industry Keywords
Workday EcosystemEnterprise AutomationHR SolutionsFinance SolutionsSecurity SolutionsTesting SolutionsMEDDPICCChallenger SalesCommand of the MessageCustomer Success
About the role
Key responsibilities & impact- Lead a team of six Enterprise Account Executives selling automation, testing, security, and AI software solutions to organisations in the Workday ecosystem
- Own and deliver a regional annual sales target of approximately £6.5m ACV
- Lead the team to achieve monthly, quarterly, and annual revenue objectives
- Build a high-performing sales culture focused on accountability, consistency, and execution
- Drive predictable and sustainable pipeline generation across the region
- Embed proactive prospecting focused on account penetration, demand generation, and pipeline creation
- Partner with Marketing, Alliances, and Workday field teams to maximise market opportunities and event-led pipeline generation
- Recruit, develop, and retain sales talent
- Conduct coaching, deal reviews, forecast reviews, and territory planning sessions
- Drive adoption of sales methodologies, processes, and best practices
- Support Account Executives through complex sales cycles and strategic customer engagements
- Establish forecasting disciplines and pipeline hygiene standards
- Deliver accurate monthly, quarterly, and annual forecasts
- Use sales data and insights to identify trends, risks, opportunities, and intervention areas
- Ensure disciplined CRM management and adherence to sales processes
- Build trusted relationships with senior stakeholders at prospective and existing customers
- Support strategic customer engagements, executive briefings, negotiations, and commercial discussions
- Act as executive sponsor on key opportunities and priority accounts
- Support negotiation and structuring of commercial agreements
- Provide guidance during pricing, discounting, procurement, and contracting discussions
- Strengthen relationships with Workday and strategic partners
- Create and execute joint go-to-market plans
- Represent Kainos at customer, partner, and industry events
- Collaborate with Product, Customer Success, Marketing, Strategy, Delivery, Legal, and Finance teams
- Champion Kainos values, culture, and behaviours as a visible sales leader and ambassador
Requirements
What you’ll need- Proven success leading enterprise SaaS sales teams within a high-growth software environment
- Demonstrated track record of achieving and exceeding multi-million-pound annual revenue targets through frontline sales leadership
- Experience managing teams with responsibility for new business acquisition and enterprise account growth
- Strong forecast management, pipeline inspection, and sales execution capabilities
- Experience coaching sales professionals through complex, multi-stakeholder sales cycles
- Excellent executive communication and presentation skills, including engagement with C-level stakeholders
- Strong commercial acumen with experience in pricing, negotiation, and contract management
- Experience building strategic account and territory plans that drive revenue growth
- Ability to create a high-performance culture through accountability, development, and leadership
- Strong understanding of enterprise software sales methodologies and best practices
- Ability to operate effectively in a fast-paced, highly competitive environment
- Excellent organisational skills with the ability to prioritise and execute effectively across multiple objectives
- Strong cross-functional leadership and stakeholder management capabilities
- Experience selling Workday ecosystem solutions or adjacent HR, Finance, Payroll, Security, Testing, AI, or Enterprise Automation platforms
- Experience leading sales teams within the Workday partner ecosystem
- Knowledge of MEDDPICC, Challenger, Command of the Message, or similar enterprise sales methodologies
- Experience selling subscription-based SaaS products with average contract values between £50k and £250k
- Familiarity with enterprise software delivery, customer success, and value realisation methodologies
- Experience scaling sales teams through periods of rapid growth and organisational transformation
Benefits
Comp & perks- People-first culture
- Growth and development support
- Diversity, equity and inclusion commitment
- Recruitment process accommodations and adjustments
- Tailored recruitment process support